A MANUAL 

FOR THE USE OF 


GENERAL AGENTS 


SUBSCRIPTION BOOK TRADE. 



DESIGNED AND ISSUED BY 


L. P. MILLER & CO., 

n 

Chicago, Ill., Philadelphia, Pa., and Stockton, Cal. 


PUBLISHERS. 













COPYRIGHT 

1891 

By L. P. MILLER & CO. 










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To Our General Agents. 


This manual is designed specially and only for your use. We 
therefore insist that it be kept strictly private, and returned to 
us in good order at any time we may ask for its return; we 
entrust it to your care on this condition with the hope that it 
will be of material and practical benefit to you in your work. 

The time and money that we have expended upon it make it 
valuable to us, so much so, that we bill it to yon in the sum of 
($5.00) five dollars, and this amount you will be required to pay us 
should you fail to return it to us when asked to do so; its return 
to us will entitle you to a credit of ($5.00) five dollars. Each 
manual is numbered, and all numbers are registered; the num¬ 
bers selected, however, are not consecutive. Note that in 
charging this manual to you w T e give the number of it, and every 
general agent will be charged with a numbered manual only; 
therefore, exercise care and do not lose it or fail to return it or it 
will cost you ($5.00) five dollars. 

There are two features of your work that will go to make 
your success or failure: First, ability to make good collections; 
second, ability to secure canvassers who will prove to be workers 
and sell books. By “collections” we mean cash collected for 
canvassing outfits sold to agents. You should make a study of 
this feature of your work, and endeavor to collect good prices for 
outfits. This is to your interest if you desire to send in to us 
reports that will be satisfactory. You should not, though, make 
it a point to collect more than retail prices for full copies of 

— 5 — 



books, and fair prices for prospectuses where both are sold to an 
agent. We find that those agents who have the most invested in 
the business are the ones who are most apt to work hard—we 
presume to get their money out. This, however, is what we 
want, as hard work ensures success and a profitable sale of 
books. 

As a rule, we regulate the prices to collect for outfits, which 
you can determine from the bills that we render when we ship 
you stock. Invariably we bill complete copies of books to gen¬ 
eral agents at their regular retail prices; prospectuses, we put 
special prices on, usually ($1.00) one dollar each. We want you 
to understand, though, that the prices placed on outfits to you 
are for convenience in keeping our account with you, and are 
not what we absolutely expect you to collect; and yet we do 
expect you to account on your reports for all outfits at the prices 
which they are billed. This can easily be done if care is exer¬ 
cised in reporting collections and discounts. We explain what 
is meant by “discounts” by stating it sometimes happens that 
the amount collected for an outfit is less than the price at which 
the outfit is charged to the general agent; in such case we call 
the difference a discount. 

From the above you will see that it is an easy matter to report 
all discounts correctly, because the discounts added to the col¬ 
lections always amount to the prices at which outfits are charged 
to you. In our accounts with our general agents we always 
credit them with their discounts, provided they are reported cor¬ 
rectly, so in case you should fail to report your discounts, and we 
are unable to determine from your statement of books used what 
the discounts are, you would remain charged with the amount of 
your discounts, and, consequently, would owe us just that much. 

So that we can verify the discounts reported to be correct, 
you should be particularly careful to explain the styles of com¬ 
plete books used, and whether prospectuses are used or not. 
For instance, suppose you appoint an agent to sell Maternity. 
It will not do to simply say “ Maternity,” or “ Mat.” on report, for 
the reason that this book retails at two different prices in two 


different styles of bindings; and while it is presumed that you 
would use the morocco (mo.) style, price $2.75, it might happen 
that you would supply your agent with the cloth (clo.) style, price 
$2.00. We always expect to supply general agents with the best 
styles, but occasionally we find it necessary to send the cheapest, 
and as different styles are charged at their regular retail prices, 
in no instances could the sum of the collections and discounts 
on one style be the same as on the other. This illustration or 
explanation will apply to any other book besides Maternity. 
You should, therefore, make yourself perfectly familiar with the 
prices and styles of all books that you may be using in your 
work. You should also memorize carefully the prices at which 
different prospectuses (Pros.) and order books (0. B’s.) are billed 
to you. When we ship you a stock of books we will mail a bill 
of the shipment to the town where the books are sent. This will 
enable you to compare the bills with the books received. If for 
any reason you should not receive a bill for books received, you 
should make a careful inventory of the books, and at once notify 
us where to mail the bill selecting some town at least a week 
ahead on your route. Right here we ask you to always name the 
state when referring to a town, whether it be on a report or in a 
letter. Again, if any shipment of stock should not tally with the 
bill, you should promptly notify us of the error, and advise us 
where to mail a corrected bill. 

Presuming, now, that you will understand clearly about col¬ 
lections and discounts, and particularly how to report these 
items without errors, we take up the matter of extra collections, 
items for which there are no blank spaces on reports. Sometimes 
you may deem it expedient to supply a customer with a pros¬ 
pectus only; in a case of this kind, you will learn from experience 
that a larger amount than the price at which the prospectus is 
billed to you can be collected just as well as not. This excess we 
term an extra collection. As all money collected on account of 
our books belongs to us, necessarily all extra collections belong 
to us, and must be reported. You can do this by writing the 
amounts in red ink in the spaces ruled on reports for discounts; 


or the abreviations “ ex. eol.” written immediately above the 
amount will explain the matter clearly to us. It is our business 
to look over carefully every report sent in, and in doing so we 
take an account of extra collections, just the same as we do of 
other items, and charge them to general agents reporting them. 

Many of our general agents have but little idea of accounts or 
of the principles of book-keeping, and in times past this has 
been a great source of annoyance to us. Now, however, we have 
devised a set of questions which are plainly printed on all week¬ 
ly reports. These questions are easily answered correctly, and 
will enable every general agent to show by these reports just 
how he stands with the house, that is, so far as his account is 
concerned. But, to make this more plain, we will insert several 
sample reports showing how reports should be made in all cases 
that are likely to arise. A careful study of these four forms will 
render the making out of these reports an easy matter, and at 
the same time as correctly as we could wish to see them. The 
items that enter into all accounts with us are as follows: 

On the debtor (Dr.) side of the account, or the side on which 
you charge all claims against us are salary, expenses, discounts, 
casli remitted to us and stock returned to us; on the credit (Cr.) 
side of the account should be shown the claims that we may have 
against you, which are stock shipped you, cash sent you, if any. 
and extra collections. 

On your reports you will note that there is no question 
printed relative to discounts. This is left out of the account to 
simplify matters for you, and for the same reason we do not have 
you include extra collections as a part of the account shown on 
weekly reports. On the opposite side of the report, in the dis¬ 
count column, we expect you to show each and every discount 
or extra collection, and from this part of your report we will take 
due account of these items. 

If there be a difference between the total of the debtor 
items and the total of the credit items on any report, the differ¬ 
ence will be either a shortage (amount due you) or a balance 
(amount due us) of cash on hand. If the difference be a shortage. 


-8 


call it a 4 ‘shortage” or “amount clue you” and write it on the 
credit side as one of the items for that side of the account; then, 
as a matter of course, the totals of the two sides of the account 
will be the same, just as they should be. This shortage you are 
to show on your next report as a debtor item, or charge against 
us, as an answer in reply to the first question. Should the differ¬ 
ence between the totals of the two sides be a balance showing 
the amount of cash that you have on hand belonging to us, then 
this difference should be shpwn on the debtor side as balance on 
band or as cash on hand. On your next report this balance will 
become a credit item, and you will show it by answering the 
first question on the credit side of the account. We advise you 
to study carefully the four forms of accounts for weekly reports 
that appear on the next four pages. 




L. P. MILLER & CO., Publishers. 


Dr, Cr. 



In this report your collections are $27.50. in other words you 
owe us that much money; but we owe you for the expenses of the 
past week and for salary which together amount to $21.51, 
leaving $5.99 still our due. You send us $5.00, and of course charge 
us with the same; then to make the account balance you put the 
99 cents still due us into the “Dr.” column—not because you charge 
us with it, but as so much “ cash on hand to balance and at the 
same time to make the report show how much is still our due. 
This cash belongs to us and must be shown on your next report, 
as the last report should always show just how the account 
stands. (See next page). 

Form 1. 


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L. P. MILLER & CO., Publishers. 

Dr. Cr. 


Shortage due. 



Cash brought forward.. 


99 

Salary for week. 

10 

00 

Money from house 



Expenses for week. 

14 

76 

Collections for week ... 

22 

55 

Cash remitted. 



Shortage to date _ 

1 

22 

Cash on hand—. 

/ 






Total of above items ... 

24 

76 

Total of above items ... 

24 

76 


In this report we owe you for salary, $10.00, and for expenses, 
$14.76, a total of $24.76. You owe us the 99 cents that you had on 
hand at the end of last week and for the $22.55 collected during 
the week, a total of $23.24, not enough you see to cover salary and 
expenses. There is still due you $1.22, in other words you are 
short that much, and to make the account balance and show the 
amount your due, you place the same in the “Cr.” column and 

thus make the footings equal. 

Form 2. 


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L. P. MILLER & CO., Publishers. 

Ttr C r 


Shortage due. 

Salary for week. 

Expenses for week. 

Cash Remitted. 

Cash on hand. 

1 

10 

14 

22 

00 

00 

Cash brought forward.. 

Money from house. 

Collections for week ... 

Shortage to date. 

20 

5 

00 

22 

Total of above items ... 

25 

22 

Total of above items.— 

25 

22 


You will remember that at the end of the last week you were 
short $1.22, so to show the same on this report you charge us 
with the same, also with salary and expenses, the three items 
making a total of $25.22, or the full amount due you, from which 
you take the $20.00 collected during the week and the account 
shows that there is now due you $5.22, This you show in the 
,k Cr.” column to balance the account and make the footings 
equal. The report thus shows not only the amount due you at 
the end of last week, but the full amount due you at the date of 
this report, an exact showing of how the account stands. 

Form 3. 


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L. P. MILLER & CO., Publishers. 

Dr. Cr. 


Shortage due. 

5 

22 j 

Cash brought forward.. 


.... 

Salary for week. 

10 

00 | 

Money from house. 

5 

00 

Expenses for week. 

11 

19 

Collections for week ... 

35 

45 

Cash remitted_ 

10 

00 

Shortage to date 







Cash on hand_ 

4 

04 










Total of above items ... 

40 

1 45 

Total of above items ... 

40 

[46 : 


Fearing that you might have a poor week for collections you 
requested us to remit you the $5.00 that you had previously sent 
us. This we did, but you were fortunate to make good collec¬ 
tions and at the end of the week owe us the $5.00 sent you and the 
$35.45 collected, a total of $40.45. Taking out the $5.22 due you at 
the end of last week, the $10.00 salary, the $11.19 expense, and you 
find you' have $14.04 on hand belonging to us. You do not wish to 
keep this full amount on hand so you send us postal order or 
draft for $10.00 and carry over the $4.04 still our due. The report 
shows how you balance the account and still show how much 
you owe us. By studying these four forms carefully you ought 
to have no trouble with any report you send us, and we hope that 
such may be the case. 

Form 4. 


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Now in regard to expenses. These should be itemized with 
the date shown for every expenditure. We permit all items of 
expense necessary to the business to be charged to us but we 
do not allow or pay personal expenses of any kind, such as laun¬ 
dry, etc. The usual items of expense are hotel bills, railroad fares, 
baggage transfers, express on stock, postage for correspondence 
with us, etc. If a hotel bill is charged to us, we want the report 
to show the town where it was paid. If a railroad fare is charged, 
we want to know between what towns; in fact, all expense 
items must be explained clearly on reports. It is to your interest 
to keep expenses down to as low a figure as can be done con¬ 
sistently with comfort, self respect and the reputation of the 
firm. We do not stipulate in this matter, preferring to let you 
exercise your own judgment and ideas of economy. Ordinarily, 
weekly expenses reported by general agents range from 810.00 
to 815.00, the average being about 812.00. General agents who pre¬ 
fer stopping at hotels can pretty generally secure rates at first- 
class hotels at from 81.00 to $1.50 per day. No one need hesitate 
to ask for these rates as hotel keepers are used to it and expect 
it. In every line of trade it is an understood principle that 
everybody endeavors to buy as cheaply as possible, and in exer¬ 
cising this privilege you will find that you will gain by it. Many 
general agents, especially ladies, prefer stopping places more 
private, claiming as advantages that information concerning 
prospective canvassers is more readily obtained and satisfactory 
rates for board more easily secured, besides affording more 
social privileges and enjoyments. 

In beginning this work you should appreciate the fact that 
we expect undivided attention given to our business, and that 
handling any other articles or lines of goods is a direct violation 
of contract. Success in our work will be achieved only by plod¬ 
ding persistently ahead and putting in full time. 

In going into a town you should expect to begin work at 
once, and with the belief that there is an agent and a collection 
there for you. Nothing will be gained by delay, but much lost, 
^ou should not give too much credence to disparaging stories, 

—14 — 


because you will And many people in nearly every place ready to 
decry their own town. It frequently happens that a general 
agent will be assured positively that no agent can be secured, 
and, yet, perhaps the very next call secures an agent. The 
writer calls to mind instances in his own work where agents 
were secured in adjoining houses after being assured that an 
agent could not be secured in the towns. The more quietly and 
discreetly you plan and prosecute your work, the more sure are 
you to meet with success. Tact and good judgment must be 
exercised in gaining information relative to the classes of people 
on whom you would like to call. Some will give information 
reluctantly, while others will tell you more than you care to 
know; so don’t tire people with too many questions. If you 
learn the names and the part of town you can easily find the 
parties. Pencil and paper handy for instant use should always 
be carried. To secure the names of proper persons on whom to 
call is one of the most important, and sometimes the most diffi¬ 
cult features of the general work. Have no hesitancy in making 
these inquiries in a frank, business-like way, and feel that it is 
your privilege to question any one. If you have confidence in 
yourself and confidence in your business and have about you an 
air of prosperity, it will impress people favorably and result to 
your credit. In this feature of your work, in most instances, it 
will not be necessary to detail matters further than to convey 
the idea that you want to confer a favor on some one by giving 
them profitable employment. Other than those who have can¬ 
vassed or are canvassing, you will find it advantageous to inquire 
for teachers and especially those not employed; students who 
may be short of means with which to defray expenses; seam¬ 
stresses who are not rushed with custom; old gentlemen of 
moderate means not actively engaged in business; self-support¬ 
ing ladies who need employment; persons who, perhaps, by some 
accident have been incapacitated from their regular work on 
which they depend for a livelihood, and yet are able to take up 
some light employment; widows, the younger the better, if they 
have energy and push; in fact, any one, young or old, lady or 


gentleman, who has the respect of acquaintances and neighbors 
and needs employment, we consider available for our work. 
Don’t forget that many people canvass who are “well-to-do”; 
so get these hustlers if you can. 

A large list of names is not necessary before beginning to 
make calls, but after beginning, all sources of information should 
be followed up l'apidly, until you secure an agent. In small towns 
a stranger is always noted and his business soon known, as curi¬ 
osity will soon advertise it. The work in hand can often be accom¬ 
plished in an hour or so, particularly in the smaller places; in 
consequence of which, consider every minute of time valuable, 
from seven o’clock in the morning until bed time. In nine cases 
out of ten, failures on the part of general agents can be traced to 
neglect of opportunities. Every general agent should put in his 
time faithfully, just the same as he would in any other business. 
The number of calls made should not be considered, as it is a 
part of the business to make calls, and should be expected. 

Towns of from 1001) to 2000 population can usually be worked 
in from one to two days; towns of 2000 to 5000, perhaps, can be 
worked in one to two days, and yet if three days should be spent 
in a 5000 town, we would not deem it time misspent. Larger 
places and cities may receive more time, particularly the cities 
in which, frequently, a week can be spent to good advantage. 
Circumstances must govern your actions, and your good judg¬ 
ment will probably guide you right. In working cities you will 
find it a good plan to learn the ward limits, and assign territory 
by wards. 

Always be polite, and under no circumstances permit yourself 
to seem angered; accept all situations philosophically, and with 
good grace. Endeavor as nearly as possible to adhere tothe busi¬ 
ness in hand, and do not permit people to use up your valuable 
time, when you are convinced that your prospective agent can¬ 
not be secured. We think it a good plan after introducing your¬ 
self and your business, to get an expression as to whether the 
employment would be considered or accepted in view of a good 
profit for the work to be done. This will determine your line of 


-16 — 


argument, and give you an opportunity to study the person on 
whom you have called. Never talk hurriedly or thoughtlessly. 
Think and endeavor to determine what to say next, that will he 
most convincing. Above all things, do not cultivate the habitof 
soliciting. Be independent, but courteous and pleasant. Make 
it a point to think about every case where your call is fruitless. 
Try to determine why you failed, and what might have been said 
or done that would have secured the agent. New things are to be 
learned every day, even by the most experienced and successful 
general agents, Finally, keep your private affairs and family 
history to yourself. If you are not doing well, or are dis¬ 
couraged, don’t tell it. Do not talk disparagingly about other 
firms or their representatives. Bear in mind that you are talking 
to strangers and that agents are very prone to write the publish¬ 
ers much that general agents do and say. Some of our general 
agents would be sorely troubled in mind if they knew what 
has been written us about them, while on the other hand, some of 
our general agents would be delighted, and could afford to feel 
flattered on account of the words of praise written us about them 
by their agents and other acquaintances formed on the road. 

We do not advise having your outfit with you when making a 
first call, for the reason that you will at times feel obliged to 
satisfy idle curiosity, and this you cannot afford; your time is 
too valuable. If, however, you can arrange to have the outfit 
near at hand it will save you some walking when the books are 
wanted. Some general agents, though, do carry the outfit with 
them, deeming this plan to be the most successful, as it does not 
give opportunity for reconsideration and a possible decision not 
to try the canvass. It is well for every general agent to try both 
plans, and then adopt the one which seems best. Judging from 
experience, we think admittance will be gained more easily and a 
hearing obtained more readily if you make your first calls empty- 
han Jed. Should you adopt this first plan, always get a promise 
that the work will be accepted when you bring the outfit before 
you go after it, you simply agreeing that the books will be as 
you have represented. 


-17 — 


You will not always be able to follow a particular line of 
talk, but, so far as practicable, you will find it advisable to 
give a brief yet glowing and accurate description of your 
book after you have been assured that the work might be 
accepted or considered favorably. You can then state briefly 
what agents are doing with the book and about what you think 
can be done in that particular vicinity. To illustrate this point, 
should you find it necessary at any stage of the talk, you can 
divide the population by live, which will determine approxi¬ 
mately the number of families by allowing five persons for each 
family. Most people will usually agree with you in thinking that 
it is fair to presume that one book, other than juveniles, can bo 
sold to every ten families; thus, you show plainly how many 
books can be sold, and by promising that we will assign more 
territory from time to time as needed, it can be shown that there’s 
money in the business. Again, it more frequently happens that 
an active agent will average a book sold to every four or five 
families. By explaining that ten to twenty calls are a day’s 
work, the time necessary to complete the canvass can readily 
be determined. 

The next point to make is the amount necessary for the 
agent to pay you for the outfit. This should be told briefly 
but forcibly, and the fact, that the cost of the outfit is the only 
money or capital necessary to manage the entire work, made 
clear to the agent. Then should be explained the profit on 
each book sold, and the probable gross profit again impressed on 
the mind of the agent. Here give the agent time to think a 
little, and watch closely the effect of your statements. Again 
we must caution you not to solicit or appear anxious. But few 
persons can be coaxed. Endeavor to convey the impression that 
you are conferring a favor, and not asking a favor. 

We would be glad to write out complete conversations on 
this subject, but we do not deem it necessary. If you exercise 
tact and ingenuity and study your work you’ll soon be master of 
•the situation. 

We advise you not to rely upon promises. Though you may 


-18 — 


have positive assurance that you can depend upon some one to 
accept the work a little later, possibly “ this evening ” or “ in the 
morning,” do not rely upon it. Accept the promise, though, 
apparently in good faith, but continue making your calls. By 
the time the promise is to be made good, and possibly long 
before, you may secure an agent elsewhere on some other book. 
Thus you will not have lost valuable time, and will be in good 
spirits ready to accommodate your prospective agent who has 
promised to try the canvass. m 

We must also advise you not to trust out your books expect¬ 
ing the money to be sent you later on. If you do this you will 
do so on your own responsibility, and we shall expect you to 
report a collection the same as if you received the money. 
Experience will teach you that you will lose by trusting agents 
for outfits, and you need not be surprised if the outfit is sent you 
instead of the money. You will be absolutely sure of your agent 
only when you have the money for the outfit in your pocket. 

Frequently you will find persons anxious, apparently, to do 
the wort, but who haven’t the money. Many times in such cases 
you can help them get it by going with them to borrow it from 
some friend. You will find it best not to let them go alone to 
borrow the money, and it will be time well spent for you to go 
along. When you do go, avoid arguments by all means, as an 
argument or much talk may raise a doubt as to the advisability 
of investing the money. Your presence will have, generally, a 
decidedly good effect. 

Never be in a hurry to leave your agent after receiving the 
money. Right here is a good opportunity for you to make your¬ 
self agreeable and leave a good impression, while leaving hur¬ 
riedly may cause your agent to think that the money was all you 
wanted. An hour or more can be well spent in the interest of 
the business. General agents who do this, and who endeavor to 
have perfect understandings with their agents, demonstrate to 
us in the work of their agents a value far in excess of those who 
give no thought to matters of this le nd. It is very necessary 
that we know fully and exactly what your agreements are with 


-19 — 


your agents, and this information should bo given on your 
reports, not in letters. 

As a rule, you Avill find agents greedy for territory. Many Of 

them will want more than it would be possible for them to 
canvass in six months ora year, so “put on the brakes” when 
this subject comes up for consideration. No agent need fear 
that we will not provide good territory for him as long as he 
may want to work if he does a satisfactory business in a small 
field. 

* 

We have advised losing no time after arriving at the town 
you are to work, and neither should you delay leaving the town 
when you aro through with the place. You should go on the first 
train that will take you to the next town. Keep posted as to train 
times, and generally you can plan and execute your work so that 
you can leave on a particular train. Neglecting to improve 
opportunities of this kind you will find will result in a loss 
to you. 

As the business does not make it necessary for you to have 
your trunk at the hotel, leave it at the depot. You can get per¬ 
mission from baggage agents to open the trunk when necessary; 
so that you will not have this to do frequently, have a few outfits in 
your valise at all times. You will find it a good plan to always 
compare your trunk check with the one the agent puts on the 
trunk. Baggage agents are not infallible, and this precaution 
may save you the annoyance of losing the trunk, which would 
occasion delay and loss of time. 

Another tiling: Don’t telegraph your orders for books. This 
expense is not necessary if you will keep a careful account of 
stock. Send your orders by mail and do not sandwich them in 
with a long letter. Write the order on a separate sheet and make 
it plain, and if you will soon need reports, cards or extras of any 
kind, make them a part of your order. We don’t want to send 
you these things by mail, because nine times out of ten they 
come back to us, the general agent failing to receive them. Note 
also that, with every order sent us, we want a statement of stock 
that you have on hand. If you neglect sending this statement 


— 20 — 


do not be surprised if we should not ship the bo^ks ordered. 
Knowing what you have on hand we will know better what to 
send you, in ease we cannot fill the order as sent us and have to 
s nd you something else. In ordering tell us exactly what you 
want, how many outfits of each kind, how many extra books, 
and how many extra prospectuses. Don’t use initials in your 
reports or orders, for the reason that the same initials may mean 
several uifferent books. To illustrate, take “C. B”; this may 
mean Cook Hook or Child’s Bible or something else on our list. 
Also, tell us where and by what express to send your stock and 
when you expect to get the same. Don’t leave all these points for 
our clerks to guess at. They can’t do it, and a little forethought 
on your part will show you this. 

When you w r rite us a letter and want an answer, it will be 
absolutely necessary for you to advise us where to write you, and 
do not expect that we can always reply by return mail, or even 
within a day or two after receiving your letter. Bear in mind 
that every day we mail from 200 to 500 letters, and that other cor¬ 
respondents consider their letters as important as you do yours. 
Therefore, in advising us where to write you, select some place 
at least a week ahead on your route. We would like particularly 
to have you tell us at what place we can acknowdedge receipt of 
your -weekly reports. There is a space on these reports that you 
can utilize nicely for a short letter, and we will be pleased to 
have you use it, heading the letter with the date and the name of 
the town you are in when you mail the report. 

We will consider it a favor if you will “ save up” your ques¬ 
tions, and ask them all briefly in one letter. You will be much 
more apt to have them all answered satisfactorily if you will 
comply with this request. We expect and desire to answer your 
questions and aid you all that we can, but you can lessen our 
work by doing some thinking. 

A word now in regard to the terms that you are privileged to 
allow your agents. We do not want to give any one more than 
forty (40) per cent commission, because our margin of profit is 
reduced to a minimum when we do. We, therefore, have the 


— 21 — 


terms printed on certificates of agency on this basi9. In cases 
where a good agent can not be secured at forty per cent., you 
may change the certificate to show 45 per cent., or even 50 per 
cent. We would not want you, though, to make a regular practice 
of this and lose sight of the fact that we desire to do a 40 per 
cent, business. 

To meet competition on books that are not our own publica¬ 
tions, make the best terms that you can, agreeing with the agent 
that the terms promised shall be subject to our approval. We 
cannot permit you to promise that we will pay express in any 
case if tlie commission exceeds 40 per cent, but we will pay 
freight on orders amounting to $25.00 or more, provided cash 
for the full amount of our hills is sent with the orders. This we 
will do until further notice, no matter what the per cent, of com¬ 
mission may be. Advise your agents to plan their work so that 
they can have their books shipped by freight. Of course this will 
require some days more for the books to reach the agents, bu t they 
will go through just as safely, and the expense for transportation 
will be comparatively light. The main feature in the work of a 
canvasser, from our point of view, is to induce him to plan his de¬ 
liveries, far enough apart and far enough ahead to enable him to 
make few and large orders. Advise every agent to begin work 
at once, or rather just as soon as he can describe his book intelli¬ 
gently, and not wait for a letter from us. We will write every one 
of your .agents as soon as we can after receiving your reports of 
their appointments. These reports we want mailed promptly 
and not held until you send in your weekly reports. Time 
enough will elapse before agents will hear from us without you 
causing additional delay by not mailing reports promptly. 

We do not authorize you to promise general agencies to your 
agents. If the subject is brought up, you can only advise good 
work in the canvass as a preparatory step to merit our interest 
in them. If you are asked what the compensation would be, 
you can state that we pay beginners $10.00 a week and their 
necessary traveling expenses. As principals are responsible for 
their agents, we caution you about this matter so that you will 


- 22 - 


not entail expense on your bondsman on account of some agree¬ 
ment that we might not be willing to fulfill, and yet would cause 
us to incur an expense should the agent push matters. Your 
weekly reports we want mailed promptly, and in no case later 
than Monday mornings. 

We advise -you to read this manual many times, and thus 
become familiar- with its teachings. We have an interest in 
your success, and will at all times cheerfully do what we can, 
consistently, to help you in your work, We ask in return your 
hearty and cordial co-operation in furthering our mutual busi¬ 
ness interests, which will be materially enhanced if, in addition 
to giving your time and attention undividedly to the work, you 
endeavor to repoit correctly and fully all agreements and under¬ 
standings with your agents. Your work and our work is to 
induce agents to sell books. The more nearly perfect confidence 
your agents have in you and in us, the more nearly will maxi¬ 
mum results be secured, and the longer will your agents be con¬ 
tented to remain with us. As a rule, agen's are “short lived” 
enough without you or your firm resorting to questionable 
methods to gain advantages in business dealings. We, there¬ 
fore, again request and insist that you avoid misunderstandings 
with your agents. We want your agents to, to use the expres¬ 
sion, “swear by you” as a result of firmly believing in your 
integrity. Of course, we want you to select the best material 
possible, but, in this featuro of your work you can only exercise 
your judgment. 

The greater your agents’ sales are, the more valuable will 
your services be to us. Your collections for outfits and your 
agents’ sales are what we consider in determining your value to 
us; so if you desire to be “one of the best,” and earn a salary 
proportionate, you will at all times have these features of your 
work in view. 

As an afterthought, in closing, we advise you to carry with 
you always a small blank book, and in it make a complete 
record of your transaction with each agent. Note date, name 
and address, books used, collection discount if any, extra col- 

-23- 


lection if any, terms, etc. Do this while the matter is fresh in 
your mind. In the same book, note your expenses from day to 
day as they occur. These memoranda will aid you materially 
at the close of the week in making out your report. 

Finally, make it a practice to inquire for mail at every post- 
office whether you are expecting letters or not. You will find it 
a good plan, generally to inquire about the first and last things 
you do when going into and in leaving a town. If you should 
expect mail at a particular postoffice, and do not receive it. we 
question whether it will be advisable to leave forwarding orders 
unless you select some place a week or ten days ahead. Our 
experience has taught us that postmasters neglect forwarding 
orders. The better way, we think, in such cases, will be for you 
to go right ahead on your route, and then in two or thr e days 
write the postmaster a letter requesting him to forward . / first 
mail to some town you may select all letters and packages for 
you. Orders given in this way are usually given prompt attention. 

Believing that the above advice covers pretty thoroughly the 
principal features of your work, and matters pertaining thereto, 
and hoping that the suggestions offered will enable you to do more 
successful work than you otherwise would, we cordially wish 
you the best of success. 

Fraternally yours, 

L. P. Miller & Co. 


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